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Presentation transcript

Thanks to sales process design, integration withSalesforce.com andSolution Selling®training, SPI client grew their revenue by 100% in one year.“The goal was radical revenue growth.For us, theSalesforce.com ConsultingPartner SPI Canada provided thefoundational philosophy andmethodology for our “Playbook”andsupported our initial efforts atembedding it into the hearts and mindsof our corporate revenue athletes.” Director, Business DevelopmentChallengeThe company needed to increase their revenue by 50% per year andsustain that rate of growth for over five years.SolutionSPI Canada designed a salesprocess “Playbook”thatcompany’s teams couldprecisely execute acrossgeographies and accounts.The “Playbook”integratedintoSalesforce.com withmilestones, actions,verifiable outcomes andreports.SPI Canada provided skillstraining and the company’smanagement providedreinforcement to help makethe “plays”instinctual inevery rep and everyopportunityResultsQuarterly revenue run rategrew by more than 100% -double their target of 50%Average deal size grew by60%Reduced their average salescycle by 25-30%Their ability to act as a teamacross accounts improvedenormously and their abilityto cross-sell solutionscontinues to improve.Program that directlyresulted in their largest dealto date